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Keys to Compensation in Jansan Distribution

Presenter: Dr. Al Bates

Sponsor: IPC Eagle

Channels: Distributor Focus, Management, Sales & Marketing

In today’s economy, it is crucial for compensation structures to reflect corporate sales goals. ‪The percentage of payroll expenditures for jansan distributors is generally higher than the industry as a whole.‬ Considering that, how should a company structure its compensation? In this ISSA Educational Quick Clip, learn how tying compensation to higher gross margins and increased transaction sizes can boost a company’s bottom line.

About the Presenter
Dr. Al Bates is founder and chairman of the Profit Planning Group, a research and executive education firm. The firm works exclusively in the area of corporate financial planning. He provides strategic direction for the firm’s investigation into profitability research for over seventy different trade associations. Dr. Bates also sits on the faculty of the University of Industrial Distribution.